Hewlett Packard Enterprise Development LP
Senior Presales Architect
Hewlett Packard Enterprise Development LP, Montgomery, Alabama, United States, 36136
Overview
Senior Presales Architect. This role is designated as Remote/Teleworker, which means you will primarily work from home. Who We Are
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. We value varied backgrounds, support flexible work, and encourage growth and bold moves together as a force for good. If you are looking to stretch and grow your career, our culture will embrace you. Job Description
Job Family Definition: Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer’s business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These roles focus on technical selling to customers/partners and may be aligned to specific accounts based on business priority. Management Level Definition: Contributions impact technical components of HPE products, solutions, or services regularly and sustainably. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. May provide team leadership and mentoring to others, and participate in cross-functional initiatives. Responsibilities
Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment. Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements. Quantifies the impact of the business problem(s), positions business value, and identifies strengths and weaknesses of the overall proposed solution to achieve long-term objectives. Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs. Translates outcome-based solutions into a functional design that aligns to the customer’s business needs, and then translates that into a technical design and architecture that can be scaled to growth. Communicates how the solution value propositions addresses customer business needs. Tracks leading-edge and emerging technologies. Contributes to industry development for one or more domains through conferences and industry events, while also monitoring social media. Incorporates understanding of technology trends within the IT industry and the customer’s industry. Actively gathers and applies competitive intelligence as part of account support. Drives the Account Business Planning process with knowledge of industry trends and the customer’s environment. Participates in deep-dive discussions and partners with the account team to build customer relationships by advocating and presenting technical strategies for a transformation. Produces in-depth comparative analysis of alternative approaches to meet solution requirements. Develops, configures, and right sizes an optimal workload solution balancing cost, scope, scale, and benefits to deliver value and increase win rate. Leverages deep knowledge of partner products and services and adjusts strategies to leverage the provider/partner relationship with the customer. Transfers knowledge to external partners to deliver effective solutions to customers. Proactively builds the pipeline by identifying opportunities within the account (e.g., enhancements, unmet needs, up-sell, cross-sell). Monitors the account pipeline and nurtures active deals from opportunity to close. Uses pipeline insights to prioritize activities to invest time and resources wisely in high-potential deals. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work throughout the sales cycle and shares best practices with peers and partners to collaborate more effectively. Builds strong professional relationships with customer executives across the business and industry. Proactively shares knowledge with peers and helps develop junior team members. Education and Experience
First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred. 8–12 years of technical IT experience with a focus on technical consulting and solution selling. Knowledge-based as well as 1+ years of relevant industry certifications strongly preferred. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements. Advanced understanding of the company portfolio of products, software, services, solution domain specialization, and how they can be combined to address customer needs. Advanced ability to translate aaS and the ecosystem into a complete solution and prioritize aaS offerings and consumption models to achieve customer outcomes and maximum value. Advanced understanding of aaS business model variations. Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed. Demonstrates advanced discussion and persuasion skills to support company viewpoints while respectfully questioning proposed solutions. Advanced business and financial acumen — sales cycle, pipeline growth, reporting, and the ability to influence; knowledge of KPIs for executives and LOBs; familiarity with TCO/ROI concepts and financial models. Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills. Advanced knowledge of CRM systems and tools. Advanced resource management skills, including engaging SMEs/specialists as needed. Hands-on experience with products, solutions, tools, or services aligned to the role. Ability to design and develop a playbook for demonstrations or walkthroughs of products, solutions, tools, or services. Ability to deliver live demonstrations to customers, partners, and other stakeholders. Advanced project and time management knowledge with analytical and problem-solving skills. Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization. Additional Skills
Accountability Active Learning Active Listening Assertiveness Crucial interpersonal and sales skills as listed in original description Cross-Functional Teamwork Customer Experience Strategy Design Thinking Empathy Financial Acumen Growth Mindset Industry Knowledge Long Term Planning Managing Ambiguity Identifying Sales Opportunities What We Can Offer You
Health & Wellbeing:
We strive to provide our team members with a comprehensive benefits package supporting physical, financial, and emotional wellbeing. Personal & Professional Development:
We invest in your career with programs to help you reach career goals, whether becoming a knowledge expert or applying skills to another division. Unconditional Inclusion:
We are unconditionally inclusive, value varied backgrounds, and support flexible work arrangements. Let’s Stay Connected
Follow the HPE Careers channels for updates. Job : Sales Job Level : TCP_04 The expected salary/wage range for this position is provided below. Actual offer may vary based on location, experience, education, and skill level. – United States of America: Annual Salary USD 146,000 - 343,000 in Alabama. This range reflects base and target-level sales compensation at 100% of plan (80% base / 20% target). Information about employee benefits offered in the US can be found in the benefits booklet or internal pages (no external links included). Equal Employment Opportunity
HPE is an Equal Employment Opportunity employer. We do not discriminate on the basis of race, gender, or any other protected category; decisions are based on qualifications, merit, and business need. We strive to be an inclusive global team representing our customers. Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records. No Fees Notice & Recruitment Fraud Disclaimer: HPE will never charge candidates for recruitment or hiring. Verify any agency affiliations independently.
#J-18808-Ljbffr
Senior Presales Architect. This role is designated as Remote/Teleworker, which means you will primarily work from home. Who We Are
Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. We value varied backgrounds, support flexible work, and encourage growth and bold moves together as a force for good. If you are looking to stretch and grow your career, our culture will embrace you. Job Description
Job Family Definition: Responsible for architecting solutions that will achieve customer business outcomes either within a specific technical domain, or across the broader company portfolio (hardware, software, services, and as a service offerings) in combination with all necessary third-party components (e.g. software and integration). Develops and articulates compelling, accurate, and relevant proposals and ensures customer’s business and technical requirements are met. Can be aligned to a specific area of technical expertise (e.g., products, solutions, services). Provides technical expertise to sales teams and customers (through sales presentations, product/solution demonstrations, etc.) aimed at gaining the customer mindshare within their domain. These roles focus on technical selling to customers/partners and may be aligned to specific accounts based on business priority. Management Level Definition: Contributions impact technical components of HPE products, solutions, or services regularly and sustainably. Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. May provide team leadership and mentoring to others, and participate in cross-functional initiatives. Responsibilities
Demonstrates in-depth knowledge in one or more solution domains, company products, services, and solutions as well as the customer’s technical and business environment. Develops compelling customer proposals and critically reviews them, manages the expectations of internal stakeholders and customers, ensuring the meeting of customer’s business and technical requirements. Quantifies the impact of the business problem(s), positions business value, and identifies strengths and weaknesses of the overall proposed solution to achieve long-term objectives. Provides input to all global business units to address IT trends, requirements, gaps, or unmet needs. Translates outcome-based solutions into a functional design that aligns to the customer’s business needs, and then translates that into a technical design and architecture that can be scaled to growth. Communicates how the solution value propositions addresses customer business needs. Tracks leading-edge and emerging technologies. Contributes to industry development for one or more domains through conferences and industry events, while also monitoring social media. Incorporates understanding of technology trends within the IT industry and the customer’s industry. Actively gathers and applies competitive intelligence as part of account support. Drives the Account Business Planning process with knowledge of industry trends and the customer’s environment. Participates in deep-dive discussions and partners with the account team to build customer relationships by advocating and presenting technical strategies for a transformation. Produces in-depth comparative analysis of alternative approaches to meet solution requirements. Develops, configures, and right sizes an optimal workload solution balancing cost, scope, scale, and benefits to deliver value and increase win rate. Leverages deep knowledge of partner products and services and adjusts strategies to leverage the provider/partner relationship with the customer. Transfers knowledge to external partners to deliver effective solutions to customers. Proactively builds the pipeline by identifying opportunities within the account (e.g., enhancements, unmet needs, up-sell, cross-sell). Monitors the account pipeline and nurtures active deals from opportunity to close. Uses pipeline insights to prioritize activities to invest time and resources wisely in high-potential deals. Participates in sales forecast meetings and provides feedback to accelerate the sales lifecycle. Documents ongoing work throughout the sales cycle and shares best practices with peers and partners to collaborate more effectively. Builds strong professional relationships with customer executives across the business and industry. Proactively shares knowledge with peers and helps develop junior team members. Education and Experience
First-level university technical degree or equivalent technical qualifications. Advanced degree in technology preferred. 8–12 years of technical IT experience with a focus on technical consulting and solution selling. Knowledge-based as well as 1+ years of relevant industry certifications strongly preferred. Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. Knowledge and Skills
Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements. Advanced understanding of the company portfolio of products, software, services, solution domain specialization, and how they can be combined to address customer needs. Advanced ability to translate aaS and the ecosystem into a complete solution and prioritize aaS offerings and consumption models to achieve customer outcomes and maximum value. Advanced understanding of aaS business model variations. Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. Advanced written and verbal communication skills, including active listening and storytelling, and the ability to communicate in English and applicable local languages as needed. Demonstrates advanced discussion and persuasion skills to support company viewpoints while respectfully questioning proposed solutions. Advanced business and financial acumen — sales cycle, pipeline growth, reporting, and the ability to influence; knowledge of KPIs for executives and LOBs; familiarity with TCO/ROI concepts and financial models. Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills. Advanced knowledge of CRM systems and tools. Advanced resource management skills, including engaging SMEs/specialists as needed. Hands-on experience with products, solutions, tools, or services aligned to the role. Ability to design and develop a playbook for demonstrations or walkthroughs of products, solutions, tools, or services. Ability to deliver live demonstrations to customers, partners, and other stakeholders. Advanced project and time management knowledge with analytical and problem-solving skills. Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization. Additional Skills
Accountability Active Learning Active Listening Assertiveness Crucial interpersonal and sales skills as listed in original description Cross-Functional Teamwork Customer Experience Strategy Design Thinking Empathy Financial Acumen Growth Mindset Industry Knowledge Long Term Planning Managing Ambiguity Identifying Sales Opportunities What We Can Offer You
Health & Wellbeing:
We strive to provide our team members with a comprehensive benefits package supporting physical, financial, and emotional wellbeing. Personal & Professional Development:
We invest in your career with programs to help you reach career goals, whether becoming a knowledge expert or applying skills to another division. Unconditional Inclusion:
We are unconditionally inclusive, value varied backgrounds, and support flexible work arrangements. Let’s Stay Connected
Follow the HPE Careers channels for updates. Job : Sales Job Level : TCP_04 The expected salary/wage range for this position is provided below. Actual offer may vary based on location, experience, education, and skill level. – United States of America: Annual Salary USD 146,000 - 343,000 in Alabama. This range reflects base and target-level sales compensation at 100% of plan (80% base / 20% target). Information about employee benefits offered in the US can be found in the benefits booklet or internal pages (no external links included). Equal Employment Opportunity
HPE is an Equal Employment Opportunity employer. We do not discriminate on the basis of race, gender, or any other protected category; decisions are based on qualifications, merit, and business need. We strive to be an inclusive global team representing our customers. Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records. No Fees Notice & Recruitment Fraud Disclaimer: HPE will never charge candidates for recruitment or hiring. Verify any agency affiliations independently.
#J-18808-Ljbffr